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Sales Talent Audit
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www.salesassessment.com
product data sheet
Sales Talent Assessment
Sales Talent Assessments – reliable, accurate, objective
At its best, selling today is a sophisticated, professional undertaking that requires high-
level skills, behaviour and intelligence.
What’s more, sales is not a generic, one-size-fits-all activity: in today’s complex business
world, there are numerous types of selling, engaging at distinct levels within the customer, in
specific ways.
This makes it all the more vital that your sales operation employs the right person in the right role, in
terms both of the way they engage with the market and how they are supported by your
organisation.
Our range of Sales Talent Assessments enables you to do just that.
Sales Talent Assessments clearly and accurately
identify who can actually deliver in a specific
role today – and who has the potential to
perform – along with a detailed development
needs analysis to get them to that stage.
Currently, there are Sales Talent Assessments
available across 16 specific sales roles –
including management and leadership – with
further roles being added on a regular basis.
Roles available today range from Contact Centre
Selling, through various levels of Internal Sales,
Field Sales and Account Management up to
Business Development Manager, Enterprise
Channel Manager, Sales Manager and Sales
Leader.
Partner / Reseller. 353-1-2402255.
www.performancepartners.ie/salestalentaudit/For details: 353-1-2402255
www.salesassessment.com
How they work
High-Performers and above-average salespeople bring competitive advantage to your sales
organisation. A well-known McKinsey study suggests that sales High-Performers deliver 67 per cent
more revenue each year than average performers.
Our highly accurate online Sales Talent Assessments are benchmarked against the profile of a global
High-Performer for each role: this provides the objective data you need to make confident decisions
about who to hire, who to retain, who to develop – and how – and who to redeploy.
Whether or not an individual will be a High-Performer in a
specific sales role depends on five key factors. We call these
the ‘High Five’:
1. Behaviour – an individual’s behavioural preference
determines their comfort in performing a specific
sales role.
2. Critical reasoning – an individual’s intelligence and
ability to analyse data, evaluate evidence, question
methods and reach meaningful conclusions.
3. Motivators – motivation drives an individual’s desire
to perform in a role; in turn, desire drives results.
4. Skills – functional skills determine how well an
individual can perform a role.
5. Cultural fit – the extent to which an individual
identifies with the style, values and culture of the
employing organization and its customers.
The Sales Talent Assessment accurately measures four of these factors in relation to the role the
individual is being asked to perform. We leave it up to each employer to determine cultural fit, which
by its nature varies from organisation to organisation.
Each Sales Talent Assessment report is generated by the candidate completing a number of online
assessment modules: one or two are timed, while the remainder can be completed at the
candidate’s convenience. Once finalised, organisations can drill down into the assessment for deep
insight into the individual’s performance capability in comparison with the profile of a global High-
Performer for that specific sales role.
Figure 1 – The High Five
Sales Talent Assessments provides the objective data you need to make confident decisions about who to hire, who to retain, who to develop, and who to redeploy..
For details: 353-1-2402255www.performancepartners.ie/salestalentaudit/
www.salesassessment.com
The assessment process generates
two types of report: the Sales Talent
Assessment report is designed to be
read ‘at a glance’ with each
competency included within the
report of direct relevance to the role
being assessed; the Sales Talent
Assessment Detailed Skills report
provides further detail concerning
an individual’s current skills.
The Sales Talent Assessment report
provides a clear overview of
whether an individual’s behavioural
competencies, critical reasoning,
motivators and skills sit within the
optimal range (see diagram 1), and
highlights where the gaps are.
The Sales Talent Assessment skills
report includes more detailed read-
outs of the sub-skill elements
(diagram 2) designed to help line
managers or coaches identify critical
paths for development.
Combining data from individual
assessments makes available
further insight and analysis at team
and organisational level to
managers and C-suite executives –
see Sales Talent Dashboards and Sales
Performance Dashboard.
Diagram 1
In deploying Sales Talent Assessment, we were able to gain the advantages that we sought without taking our team out of the selling day. Paul J Madeira, Director Sales and Marketing, Causeway Technologies Ltd
Diagram 2
For details: 353-1-2402255www.performancepartners.ie/salestalentaudit/
www.salesassessment.com
How our clients use Sales Talent Assessments
Sales Talent Assessments can be used across the Sales Talent Management spectrum, including
recruitment, development and corporate restructuring:
A small US company in the staffing industry ‘felt
hopeless’ about finding the right salesperson. The owner had
experienced high turnover for years and was ready to give up.
As a final attempt, he interviewed a recommended candidate
and was poised to make an offer based solely on a résumé,
the interview and references. However, a last-minute Sales
Talent Assessment raised many red flags. Instead, the
recruiter decided to move someone from inside his office to
the outside after conducting a further assessment process:
she was flagged as an ideal match for the role and, following
training, is now trending to hit the $1million revenue mark,
less than a year after her training.
In order to take its next evolutionary step, a highly successful IT multinational assessed the
training that would be required for each of its salespeople individually, and for the team as a
whole, to make this transition work. This was achieved with the help of Sales Talent
Assessment to carry out an objective and robust analysis of the capabilities of each
salesperson, with their results mapped against a benchmark set of competencies for a global
High-Performer in each specific sales role.
A US division of a UK-based corporate initiated a substantial restructuring and
transformation initiative which saw it move from a geographic- to a market-based business.
This transformation was partly founded on improved talent management, led by the
selection of appropriate new talent identified by the Sales Talent Assessment tool. All
existing general managers, account managers, business development specialists and sales
engineers also went through the Sales Talent Assessment process, while the assessment tool
is also used for all prospective new hires at an appropriate stage. The programme not only
substantially enhanced the organisation’s talent management processes but also
dramatically boosted its ‘hiring brand’, positioning it as an organisation that is ‘going places’.
Sales Talent Assessment can be used across the Sales Talent Management spectrum, including recruitment, development and corporate restructuring.
For details: 353-1-2402255www.performancepartners.ie/salestalentaudit/
www.salesassessment.com
What can Sales Talent Assessments do for me?
Sales Talent Assessments enables Human Resources, Learning & Development and Sales
Leaders to compare the capabilities and attributes of their current salespeople and potential
new hires with the profile of a global High-Performer.
A Sales Talent Assessment offers immediate insight into the current performance capability
and growth potential of any individual in the specific sales role they’re expected to perform,
including sales management and leadership roles.
The Sales Talent Assessments
tells you at a glance whether
an individual is a High-
Performer, above-average or
below-average for their role in
terms of performance
potential. High-Performers and
above-average individuals
increase the competitive
advantage of your sales
operation.
Sales Talent Assessments enable you to:
o Hire the right person for the role available, and so increase the competitive
advantage of the sales organisation every time you hire.
o Focus on retaining High-Performers and above-average individuals.
o Understand what motivates each individual and factor this into your retention
strategies.
o Identify specific areas for development in individuals and focus development
accordingly. The insight derived from each assessment enables individuals and
employer to embark on a shared development journey with a clear understanding
of their goals, their route, and their current position.
o Help individuals progress more rapidly thanks to the in-depth development needs
analysis built into each assessment, and ensure scarce development resources go
further.
Sales Talent Assessments offer immediate insight into the current performance capability and growth potential of any individual in the specific sales role they’re expected to perform.
For details: 353-1-2402255www.performancepartners.ie/salestalentaudit/
www.salesassessment.com
o Flag up individuals with poor performance potential and those who are unlikely to
benefit from further development with a view to redeployment from their existing
role.
o Avoid making the wrong hiring
decisions along with the
wasted time and resources
associated with such decisions.
o Widen the talent pool by hiring
from outside the industry
sector, confident in the
knowledge that you are
assessing the key factors that
influence sales performance.
What makes Sales Talent Assessments different?
Data inputs cover behaviour, critical reasoning, motivators and skills – the key talent-
related factors in determining performance potential in every sales role.
Although considerably less expensive, Sales Talent Assessments are second only to full-
blown assessment centres in their predictive accuracy. This enables you to be confident
in the assessment of your sales talent’s performance potential in a sales role specific to
your organisation.
The assessment process requires no set-up or pre-design work.
Sales Talent Assessments are conducted online and can be completed outside selling
hours, in bite-size chunks at the convenience of the candidate, typically in less than three
hours.
Sales Talent Assessments are role specific, ensuring that you are able to identify the
candidates who are right for exact the role required.
Based around a global High-Performer benchmark for each sales role, Sales Talent
Assessments identify High-Performers and above-average individuals.
Sales Talent Assessments are conducted online and can be completed outside selling hours, in bite-size chunks at the convenience of the candidate.
For details: 353-1-2402255www.performancepartners.ie/salestalentaudit/
www.salesassessment.com
Global benchmarks enable you to compare individuals from inside and outside the
organisation, and across geographies, in an objective and consistent manner.
Sales Talent Assessments are available in multiple languages to increase convenience
and accuracy.
Every Sales Talent Assessment generates a comprehensive development needs analysis
for the candidate right ‘out of the box’.
Reports are objective, clear and easy to interpret: they do not require consultants to
interpret them or specialist training to understand. However, we can help train your
people to brief candidates and deliver feedback if required.
Sales Talent Dashboards are part of the Sales Performance Insight Suite. In order to understand
more about how these powerful business tools can help enhance revenues and drive
competitive advantage, please contact:
Sales Talent Assessments are available in multiple languages to increase convenience and accuracy.
For details: 353-1-2402255www.performancepartners.ie/salestalentaudit/
www.salesassessment.com
Head Office: Longcroft, Church Lane, Arborfield, RG2 9JA, UK
+44 (0)207 078 8818 www.salesassessment.com
Making sense of sales talent
V2.0
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